Sales Compensation Manager

ThermoFisher Scientific; Waltham (MA); On-site; USD 94,000 - 155,000; Full time

Benefits offered by this job

Health plans

Vision plan

Employee assistance program

PTO & holidays

Parental leave

Disability insurance

401(k) & retirement

ESPP

Job summary

Thermo Fisher Scientific is seeking a Sales Compensation Manager to lead global compensation, optimize sales incentives, and align quota setting with territory strategy. The role partners with Sales, Finance, and IT to deliver data-driven insights and scalable solutions that support revenue growth and commercial excellence.

The position requires advanced BI and Excel proficiency, strong leadership, and the ability to manage multiple initiatives across a matrixed organization.

Qualifications

• Bachelor's degree required with 5+ years in sales compensation design and administration.
• Experience with quota management, territory planning, and sales operations.
• Proven ability to translate data into business insights for leadership.
• Strong stakeholder management in a matrixed organization.

Responsibilities

• Lead the global compensation team for sales compensation administration.
• Design incentive plans, quota setting, and territory alignment.
• Provide executive insights to support commercial performance.
• Engage stakeholders to drive pay-for-performance initiatives.
• Collaborate with Sales Operations, Finance, and IT on analytics.
• Oversee governance, escalations, and timely payroll data submission.
• Develop training and communication mechanisms for stakeholders.

Skills

Sales compensation

Quota management

Territory planning

Sales operations

Commercial excellence

Stakeholder management

Project management

Power BI

Excel

Travel

Education

Bachelor's Degree

Tools

Power BI

Excel

Job description

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

As a Sales Compensation Manager at Thermo Fisher Scientific, you will contribute to commercial excellence and operational efficiency across our organization. Lead a team to optimize sales processes, enhance productivity, and support revenue growth through data-driven insights and strategic initiatives. Partner with sales leadership, finance, and cross-functional teams to implement best practices, manage sales compensation programs, and ensure successful execution of commercial strategies. Your expertise will enable our mission of making the world healthier, cleaner, and safer.

Key Responsibilities

• Lead the global compensation team responsible for sales compensation administration, sales incentive plan design, quota setting, and territory alignment.

• Deliver executive insights and recommendations that support commercial performance and strategic decision-making

• Engage commercial stakeholders in continuous improvement efforts to create an effective pay-for-performance environment

• Partner with Sales Operations, Finance, Sales Leaders and IT to deliver robust and scalable solutions, enabling required analytics, data modelling and sales target setting

• Manage governance processes and operating mechanisms to manage escalations and exceptions, allowing trusted and agile decision-making.

• Ensure accurate and timely payroll submissions and information required for initiatives.

• Provide and manage mechanisms for effective inquiry management, training and communication.

Requirements

• Bachelor’s Degree and 5+ years of experience in sales compensation design and administration, quota management, territory planning, sales operations, and commercial excellence functions

• Strong stakeholder management skills and experience in leading efforts through a multi-level, matrixed organizational structure

• Excellent organizational and project management skills with ability to manage multiple initiatives simultaneously, set and manage expectations, and lead multi-disciplinary projects

• Proven commercial and financial acumen and ability to translate and communicate data and information to all levels within the organization. Ability to analyze large datasets and translate findings into actionable business insights

• Proven success in leading and developing teams. Ability to elevate and scale team performance, through a focus on individual talent development.

• Advanced proficiency in business intelligence tools (Power BI, Excel, incentive management tools). Proficiency in creating reports and analytics to drive business decisions

• Travel up to 20% as needed

Compensation and Benefits

The salary range estimated for this position based in Massachusetts is $93,800.00–$154,700.00.

This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes:

• A choice of national medical and dental plans, and a national vision plan, including health incentive programs

• Employee assistance and family support programs, including commuter benefits and tuition reimbursement

• At least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability in accordance with company policy

• Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan

• Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount

For more information on our benefits, please visit: https://jobs.thermofisher.com/global/en/total-rewards

Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.